Emerging Accounts Sales Representative

Role Overview

The Emerging Accounts Sales Representative is responsible for managing, supporting, and developing a large portfolio of small, early-stage customer accounts. These accounts represent a meaningful portion of overall revenue and require an efficient, scalable engagement approach.

This role focuses on customer onboarding, account enablement, and growth, while guiding customers to the most appropriate purchasing and support channels, including eCommerce and distribution partners. The objective is to increase account productivity, encourage self-service adoption, and advance accounts into higher-value segments over time.

Key Responsibilities

1. Account Management & Development

• Manage a high volume of emerging accounts, providing consistent and efficient customer support
• Monitor account performance and identify growth, risk, and promotion opportunities
• Support the progression of accounts into higher-value tiers through structured development
• Maintain regular communication through remote channels (phone, email, digital engagement)

2. Customer Onboarding & Enablement

• Initiate and support account setup for new and emerging customers
• Introduce customers to Neogen’s product portfolio, learning resources, and service tools
• Drive adoption of eCommerce, Learning Academy, and self-service portals
• Ensure customers are equipped to independently manage day-to-day needs wherever possible

3. Channel & Digital Engagement

• Direct customers to the most appropriate purchasing pathway.  E.g. take orders directly, introduce them to eCommerce, or introduce them to channel partners, based on account size and complexity.
• Increase utilization of eCommerce and distribution channels to improve efficiency and customer experience
• Align account engagement model with company segmentation and cost-to-serve strategies

4. Operational Efficiency & Execution

• Effectively prioritize and manage a large number of accounts and activities
• Maintain accurate account records, activity tracking, and pipeline updates in CRM systems
• Leverage data and reporting tools to identify trends and optimize engagement strategies
• Collaborate with field sales and support teams to ensure alignment across customer touchpoints

Qualifications

• Minimum 3+ years of experience in sales, account management, or customer service
• Proven ability to manage a high volume of customers or transactions in a structured environment
• Strong communication skills with the ability to guide customers toward efficient solutions
• Experience working with CRM systems and digital tools
• Bachelor’s degree preferred

Key Competencies

• Highly organized with the ability to manage a large portfolio of accounts
• Customer-focused with a strong service orientation
• Strong business judgment in directing customers to the appropriate channel (direct vs. partner/eCommerce)
• Process-driven with a focus on efficiency and scalability
• Adaptable and comfortable in a fast-paced environment

Success Metrics (KPIs)

• Adoption and growth of eCommerce and channel partner utilization
• Number of accounts onboarded and activated
• Account progression to higher-value segments
• Customer engagement and retention within emerging accounts
• Contribution to revenue and overall sales efficiency

Why Neogen

At Neogen we believe that taking care of our employees allows them to do their best work. When you join our team, you'll enjoy competitive benefits and the opportunity to make a meaningful difference every day.

Benefits include:

• Benefits starting on Day One – Medical, dental, and vision coverage begin on your first day of employment.

• 401(k) with company match – Invest in your future with retirement savings and company contributions.

• Paid Time Off (PTO) – Enjoy generous paid time off so you can rest, recharge, and spend time with those who matter most.

• Career Growth Opportunities – We are committed to promoting from within and providing the tools, training, and support to help you grow your career.

• Meaningful Work – Be part of a team whose work has a real impact on our customers, communities, and the world around us.

• Collaborative Culture – Join a team that values innovation, respect, teamwork, and continuous improvement.

Come build your future with us while making a difference every day.

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